Sales Director, Utilities & Critical Infrastructure

Ericsson; San Diego (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

Ericsson’s Customer Unit US Mission Critical Networks team is seeking a Sales Director for the Utilities vertical. You will own sales strategy, revenue growth, and executive engagement across utility accounts, driving multi‑year opportunities across networks, cloud and services.

You will build pipeline, shape account plans, lead cross‑functional pursuit teams, and close large‑scale deals with utility providers while navigating regulatory and procurement considerations.

Qualifications

• 10+ years of enterprise sales or sales leadership in the telecommunications or critical‑infrastructure industry.
• Proven quota‑carrying experience with complex, multi‑year technology or managed‑services opportunities.
• Proven experience selling to utility customers, including investor‑owned utilities, municipal utilities, cooperatives, or similar.
• Strong understanding of hyperscaler ecosystems and cloud platforms.
• Understanding of utility buying cycles, RFP processes, regulatory and procurement considerations, and multi‑year capital programs.
• Ability to travel up to 50%.

Responsibilities

• Own the Utilities sales strategy, revenue growth, bookings pipeline, and account priorities for the assigned customer set
• Partner with KAM teams to develop and execute account plans and joint engagement plans
• Build, qualify, and advance a sustainable pipeline of new-logo, modernization, expansion, and managed-services opportunities
• Position Ericsson as a strategic technology partner in private networks, 5G/6G, and resilient networks
• Develop trusted relationships across utility leadership, IT/OT, network engineering, cybersecurity, and procurement
• Lead the commercial sales cycle from qualification to negotiation, contracting, and close
• Translate customer strategies and regulatory considerations into differentiated sales strategies and offers
• Coordinate with solution, product, delivery, services, legal, finance, and partners to develop proposals
• Build and maintain relationships with ecosystem partners and third‑party providers
• Drive expansion and upsell across private networks, core, cloud, OSS/BSS, and enterprise wireless solutions

Skills

Enterprise sales leadership

Utilities vertical sales

Pipeline management

Executive relationship building

RFP negotiation

Cloud & Networks experience

Travel flexibility

Education

Bachelor's degree in Engineering, Business, or related field

MBA preferred

Job description

Ericsson’s Customer Unit US Mission Critical Networks team is seeking a Sales Director for the Utilities vertical. You will own sales strategy, revenue growth, and executive engagement across utility accounts, driving multi‑year opportunities across networks, cloud and services.

You will build pipeline, shape account plans, lead cross‑functional pursuit teams, and close large‑scale deals with utility providers while navigating regulatory and procurement considerations.